The art of convincing someone else to buy, to want, to desire our 'cheese' - as much as we do.
We spend 90% in negotiation, persuading others to do things our way...because we know better and, well, dammit!...our way is better, can’t you see that?
The framework of influence usually consists of three components - power (we can assert, force), negotiation (we can make a deal - push/pull), and persuasion (we can induce involuntary thoughts/actions our way).
There are four components to be considered for each as you begin to prepare for your next ‘persuasion engagement’:
I - The data in your presentation - the message - must be true and absolutely correct - every component. One flaw, and you are done. (Logos);
II: The messenger must have credibility, have a strong ethical characteristic. If you normally can't be trusted or have a flawed characteristic otherwise, you'll be much less convincing. (Ethos);
III: The messenger must understand the feelings and bias of the receiver(s) on the components of your message. Have you considered all of the yings to your yang in the data? (Pathos); and
IV: The event must be framed in the correct context - time and place. Don't pamper them and don't do it in Fargo, North Dakota in January outdoors. (Agora)
Next: Principles of Persuasion
...Learning is when you suddenly understand something you have always understood but in a new way...
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